• Corpus ID: 208050396

Bargaining While Black

@inproceedings{Hernandez2019BargainingWB,
  title={Bargaining While Black},
  author={Morela Hernandez and Sabrina D. Volpone},
  year={2019}
}
The influence of race in negotiations has remained relatively underexplored. Across three studies, we theorize and find that Black job seekers are expected to negotiate less than their White counterparts and are penalized in negotiations with lower salary outcomes when this expectation is violated; especially when they negotiate with an evaluator who is more racially biased (i.e., higher in social dominance orientation). Specifically, on the basis of the prescriptive stereotype held by those… 

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